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A&E AUGUST 2018 • a-e-mag.com 27
WHO ARE YOU SELLING TO?
Your first task in setting a price is to
determine who you're selling to since this
has a major impact on setting prices. I can
think of three types of clients: consumers,
wholesale, and businesses.
Selling to consumers
Turn your showroom into a candy
store! For those that have a storefront,
you must make your store look like a high-
value boutique instead of a flea market. In
addition to display samples, take photos
of all the products you have produced
and display them on a flat screen monitor
where your customers can see them. Con-
sider installing the Condé Kiosk, which
provides a painless way to get images from
your client's smartphone to you without
using an app.
Make sales calls. Especially for business
or wholesale clients, create personalized
samples to show prospective clients or to
grow existing ones. For decorators that sell
on the internet, consider adding an online
designer like the one from iPersonalyze
(www.ipersonalyze.com).
Go mobile. Setting up at events usually
translates into above-average selling prices
due to the spontaneous nature of buying
a product related to the event. Consider
car shows, pet shows, family reunions, and
more. Grab your community calendar for
The reason it seems that price is all your
customers care about is that you haven't
given them anything else to care about.
—Seth Godin
Another way
to add value to your
products and services is to
stack ChromaLuxe metal.